Dear IHD Colleagues,

As you probably are aware we have launched the Country Capture Lead program.  This email will provide an overview of the Terms of Reference for the Country Capture program, and advise you as to how you can work with and support Country Capture Leads within IHD to strengthen our competitive position and ultimately the quality of our programs. 

Why Country Capture?

Given the increasingly competitive environment in global health, including more competition on fewer awards from funders, the importance of getting ahead of all potential opportunities, submitting proposals with the best staff, partners, and cost-effective strategies is tantamount in growing Abt’s global footprint and achieving impact. 

What is the Country Capture Program?

Goal -

Align with IHD's New Business strategy: win new business and position ourselves in priority countries for excellent execution through early identification of solicited and unsolicited opportunities and through deeper understanding of the country context, clients, funders, partners, and competition. 

Objectives-

·         Designate one point person, and one co-lead, with clear authority and accountability for country capture, intelligence gathering, and contributing to pipeline development and maintenance, thereby creating a focal point within IHD for country specific information and context. 

·         Ensure a “country” focus, rather than a bid-by-bid focus, ultimately eliminating missed opportunities or surprise announcements.

·         Enable long-term positioning to track a pipeline of new business opportunities in country, and deepen relationships and intelligence of partners, funders, private sector, competitors, government, strategies, key populations and other stakeholders. 

·         Allow opportunity-specific capture to begin earlier and with more background gathered, thereby increasing the likelihood that bids will have the strongest team, staffing, technical and management strategies for winning and executing the project. 

·         Leverage and broaden the base of staff familiar with specific new business opportunities.

Who & Where? 

Who-

·         Country Capture Lead (CCL) assignments have been made based on past country experience, current travel to countries, country knowledge and interest and experience in capture and proposal efforts.   CCLs for Tier 1 priority countries will have extra responsibilities, LOE and activities in greater frequency, participating or leading a more rigorous strategy for portfolio growth in Tier 1 countries.  See the assigned CCLs and countries at the end of this email. 

·         As the Director for New Business Development (NBD) for IHD I will oversee the Country Capture Program, with support from others in IHD

Where-

·         Finalized in September 2014, the IHD Strategy for FY15-16 identifies strategic areas of focus for the division across countries and technical segments.  Priority Countries (Tier 1) include Zambia, Mozambique, Nigeria, Tanzania, Ethiopia, Kenya, Uganda and Ghana. 

·         Tier 1 countries were identified based on available opportunities and market for growth, a strong Abt portfolio or program to build on in-country, excellent relationships with clients to capitalize upon, and evidence of long term increased/intended client investment in the country.

·         Tier 2 countries were chosen based on: Abt’s experience in country, funding opportunities and donor interest in country, and/or is a geographic priority.

·         Tier 3 countries were chosen based on: limited identified funding opportunities and client interest, access to information, and Abt’s familiarity with the country, set against expressed donor interest.

·         See the list of Countries and assigned Country Capture Leads at the end of this email. 

·         Countries will be reassessed annually, and assigned a new Tier if necessary. For example, more countries will likely be added to Tier 3 in the new fiscal year. 

How do YOU work with Country Capture Leads? 

Good Country Capture entails (1) aggressive intelligence gathering on trends, opportunities, gaps, clients, competitors, partners, people and (2) developing relationships with funder, client, partner, competitor, and national stakeholders.   Please see below for a not exhaustive list of potential ways to collaborate/engage with CCLs to move this program forward: 

·         If you are interested in a country, let the CCLs know, so you can be added to their Country Team.  CCLs will be mapping country-philes within the organization. 

·         If you have contacts with partners, funder, competitors, private sector, people in various countries, please let CCLs and co-leads know.  You might be asked to keep up with these contacts every quarter or introduce your contacts to the CCLs so they can keep in touch, maintain relationships, gather and share information, etc.  You will be given a charge code for your time if possible. 

·         If you are a COP or field employee in one of the Tier 1-3 countries, you can expect to be engaged more regularly by the CCLs.  (especially before the initial country analysis due in January)

·         If you are sent a key strategy document for a country, please send it to the CCL to save on the IHA Country Capture – relevant country folder. 

·         Simultaneously, if you need a document or piece of information on a country, you might ask the CCLs first to point you in the right direction. 

·         If you learn information about a specific country and/or anyone or group therein, you will now have points of contact to share this information with, and will be assured that it will be disseminated to appropriate people.

·         If you have potential opportunities to monitor through intel gathered from global projects/programs, you will be able to share it with the relevant CCLs

·         If people from other organizations contact you to inquire about Abt’s interest in a specific country/opportunity therein, you can direct them to the CCL to follow up as needed

·         Travelers to countries in these Tiers should check in with CCLs before they travel.  They may be asked to spend a few hours (with a charge code) on capture activities related to the country or a specific bid, and CCLs will be able to orient travelers to things Abt is tracking in country and ask travelers to ask questions about these opportunities to people they are meeting with if appropriate. 

Please let Kelley Laird or myself know if you have any questions.  It will be through our combined efforts that the Country Capture Lead program is successful, and we meet our goal and objectives.  We look forward to engaging with you!

Warm regards,

Lowrey

List of Countries and Country Capture Leads for Abt

Lowrey Redmond | New Business Director, International Health | Abt Associates

4500 Montgomery Ave, Suite 800N | Bethesda, MD 20814

O: 301.347.5767 | abtassociates.com

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